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Walk the Talk In Your LOCAL Real Estate Market

Every Monday morning we (sales agents) meet to discuss our current sales, new listings, office policies, any newsy stuff for the office, the market and marketing at Century 21 Liberty Homes office in Mililani, Hawaii. One thing that keeps coming up is pricing. Though our Hawaii Real Estate Market is pretty stable in sales prices, the number of sales went down over the last two years. Understandable. There is no boom and there isn't a bursting bubble either.

BUT in the last month inventory is down a little, buyers are coming back out with reasonable interest rates and though sales prices of single family homes went down a from this same time last year, condo prices went up.....again.

Our BIC, Leona Soto reminds us that we really need to follow up on those leads and run with them. Our PB, Douglas Fortner, keeps reminding us that we have to educate our sellers (and with proper documentation too) to price listings AT reasonable market value.

Reasonable market value doesn't mean to 'get that listing at all costs' and list a property we KNOW is overpriced. It doesn't mean to ONLY listen and not give back correct information. It means being realistic with yourself and your seller in obtaining the information and facts ELSE you and your seller will be following the market.....DOWN.

Following up with leads for buyers does not mean to email or talk to them once and leave it alone. That first initial contact is the most important part of that lead. Know what you're talking about and LISTEN to the needs of the client. Ask questions! (There are plenty of initial contact forms that AR members have written that may give you ideas of what you'd like to put in yours.) Criteria, needs, location, time frame and refer them to a local lender if they need one....to get qualified for a loan within their desired monthly payments.

So, at this past Monday Sales Meeting my BIC is off island and Doug has to go over a rental agreement with a new tenant. So, he tells me to finish the rest of the meeting for him. Onward Ho about ActiveRain and Blogging for Business! The majority of agents in our office aren't so enthusiastic about blogging let alone that some are just starting to think about getting a website. I explain the importance of moving on with current marketing skills and how the internet is the main focus point for 'would be sellers and buyers'.

Randy Prothero jumps in and talks about how he and I have received clients from blogging. How we both have received CLOSED TRANSACTIONS from blogging. I jump back in and talk about how it started with websites, then blogging and now VIDEOS! We go on and on with a few asking questions. Not many.

Oh, well. Randy and I are ahead of the game.......so there.

I was talking to Kathy McGraw the other day and the subject of Hawaii Military Relocations leads came up. Kathy loves dealing with vacant land and knows her stuff about it. I love representing buyers and sellers (buyers turn into sellers!) and I know my stuff and I am articulate with my presentation to the Buyer. After giving my 'speil' to Kathy on Military Homebuyers she said, "Sally, that was amazing. You know your stuff and you have me sold".

I hadn't realized that I was 'teaching her' (I was on a roll haha) about the stuff I know well and........ surely do "Walk MY talk". Continuous educating and keeping up with all there is to know about our LOCAL market and marketing.

Are you up to date with your Local Real Estate Market and Marketing?

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Celeste "Sally" Cheeseman is a Realtor-Associate with Century 21 Liberty Homes in Mililani, Hawaii. With a sharp understanding that a listening ear is the key to a client's needs she serves the island of Oahu (Honolulu County) and all Hawaii Military Relocating to Hawaii, Hawaii Retirees, Hawaii Job Transfers and Hawaii Residents. Website: www.hawaiihomesmarket.com

Posted by Celeste "SALLY" Cheeseman HAWAII Relocations & Real Estate on 04/17/2008 12:51 PM

Comments (33)

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Originally posted at: Hawaii Real Estate, Hawaii Home Buying, Honolulu Housing Market, Hawaii Home Selling, Hawaii Relocations, Hawaii Military Relocations, Mililani Real Estate, Hawaii Homes Market: Walk the Talk In Your LOCAL Real Estate Market

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33 Comments on Walk the Talk In Your LOCAL Real Estate Market

APR

2008

Sally, I was reading a report two days ago that stated that early adapters of blogging, twitter, and Facebook will be the big winners when it comes to marketing in the coming year (maybe even more). It is good that you are encouraging others; I am sure that you will be ahead of the game, but it is nice to see someone report that they are willing to help their co-workers get there too.

Sally,

I love 'buyers turn into sellers'...see we're all consumers after all!!! Thanks, Fran

Frank: I am in the office more than others as I also work in admin a couple days a week too. So I utilize my time not only doing work but helping all the agents...new or old. All I can do is offer the info.....up to them to put it into action :) Thanks!

Hey Fran! Yes we are Fran....One day I might sell and buy again. LOL!

Sis - "Continuous educating and keeping up with all there is to know about our LOCAL market and marketing." That sentence is vital to continued growth and evolvement in this or any other business for that matter. I always try to keep my eyes peeled, ears open, and instincts fine tuned.

Lil Bro: And I like your new profile look :) You look so...distinguished... Back to subject. I think that sentence is like you said...for all businesses.

You can lead a horse to water...

Ah well, that's more for the rest of us! :)

Sally, You hit it on many notes, but education is key to me. I firmly believe in it and I'm not just limiting it to the classroom style. You have to know your market to succeed.

Kelly: Yup...more for the rest of us....that goes for agents who don't answer the phone...ignore people who aren't ready yet and so forth.

Marc: It sure is..and not just about market...but marketing, internet tools and so forth. I believe it all helps and if we don't know what we're talking about... we can't put it all into action.

Sally, your story is a perfect example of how we all teach each other. It surprises us sometimes, always being the student.

Gary: Isn't it great? I know it's up to the individual to take what they hear...try it and use what works and throw the rest away. Problem is....not many give different ideas chance. But hey...the rest of us like learning more...that's a good thing :)

Sally, You sure do know your stuff :) Sometimes when I am talking about FS I KNOW it's enough but I keep on going. People that still aren't familiar with Blogging or don't want to take the time to learn something new to them will realize what they've been missing---eventually. So many of us have gotten business from not only AR but our outside blogs and articles, they absolutely WORK.

Sally- Well I have a breather for a few minutes.....and found this Post :) That conversation we had fascinated me......it wasn't just the stuff you "knew" but the presentation! I was in awe listening to you, as I am not sure I could ever be like that....Anyone that thinks that your Posts, and those beautiful graphics is all there is should really listen to you do you job.....now I know why you are so proud of being a Professional Real Estate Salesperson.....because you surly are a Professional...............

Anyway, thank you.....I did learn something, and that wasn't even why I called :) :)

Sally it is so important to meet regularly, many Real Estate Offices don't. For me follow-up is a must, or all the work that was done to get a client to contact us was a waist of time. But just as important is for us to also evolve with the tools of the business, and right now blogging is a major tool, those that do not take advantage of it will be falling behind.

Sally - Whenever I bring up Active Rain, blogging or internet in my office, all eyes seem to glaze over and nothing but silence afterwards. I did convince one other aget to join the Rain, and hopefully we will get the others to start soon. If not, we'll just leave them behind and continue having fun in the Rain.

Carole: We have to :) Hey...and when you keep on going..it shows the passion :) Hey, I'm going to keep working what has been working with me too!

Kathy: Too funny! Now...why was it that you called? I think it was about your border or something. I know I got on a roll there ....but hey...for once you were quiet hahahahaha! I read your words and wonder....was it a presentation or just me flapping my lips hahaha.

Aloha Sally,

I'm in complete agreement about educating your consumers, it's crucial to their success. As for the other agents in your office, you can lead them to the water but....

APR

2008

At least you can say your inventory is down...mine just keeps rising with lots of unsellable properties. We have so many foreclosures now ...I'm wondering if the banks are just going to give in and sell some of them quicker instead of just letting them sit there with no consideration to the consumer who really wants to buy.

Hi Sally,
Not doubt in my mind that you are on top of your game and educating our clients is such an important part of our job!

Lynda: It works both ways....education for us...to educate the consumer. And...as for the agents who are still stuck in the 'old way'...well, that's up to them. Whatcha gonna do? :)

Neal: This is recent and I think I can atttibute to some of the military coming back and transferring here. Good luck.

Cynthia: I appreciate that! Thanks!

We've seen some of the same trends. Inventory is dropping; assumedly because the sellers who weren't serious, are finally taking their properties off the market. We have NOT seen an increase in sales yet, but we are getting a lot more inquiries.

Lisa: We have the same going on although the drop is from buyer activity picking up.

Sally,

Good for you! Glad you and Randy had a chance to talk about blogging. I am planning to lead a class in our C21 office on Tuesday morning. We only have a few agents signed up so far... but at least a few who really are interested in learning about blogging and Active Rain Networking. So, I'm really happy about doing the class!

I have gotten several referrals in the past few weeks from AR. A managing broker in S FL is sending leads for NW FL to me that she's getting on her website. Also got a listing referral from an AR agent in central FL. I would love to see other agents having these positive experiences, too!

We have our staff meetings on Thursday mornings...it really is helpful having everyones perspective and input o what they persoally are experiencing.

I am the only one in my office who is blogging . I also am the only one with my own website...go figure!

Sally- You Go! You are awesome and every buyer is lucky to have you with your smile and your market knowledge! We get at least 2 listings a week from just our AR blog now. It is SO exciting! I love blogging for business. I know this is just the beginning for you Sally!

Woo Hoo, Another poignant post and reminded me of our conversation on the phone. Joan has said something interesting that she is the only one in her office that blogs and has her own website. The top agent her in San Diego has 53 ( his own words) web sites and has a person that keeps them updated. He set up a web site for each subdivision in downtown San Diego that he specializes in plus a his unique sites for the different services he provides. Writes over 100,000,000 per year even in a down market.

I was taken with that. I have 3 and working on 4 sites. My individual sites for my sellers don't count but I liked the idea of setting up sites for each of the areas I work. Next week I will consult on the subject and let everyone know better how to tie all these things together. I see that Katerina and Nestor are getting at least 2 new listings per week with their AR blog so it has to be working.

Share some of that with those in your office and if you do some link backs and track backs, I suspect each of you will prosper more.

APR

2008

Sally~

I like your point..."I explain the importance of moving on with current marketing skills and how the internet is the main focus point for 'would be sellers and buyers'..." and I know it's true...most especially I like your quote..."Talk...then Walk the Talk..."

Ryan: Here in Hawaii there are a few ahead of the game... but in our office they're getting slow to get started ....that's okay...a couple have and will get used to it. Not too much enthusiasm but hopefully in time they will

Joan: I guess it depends on the agents in the office doesn't it? You took what you saw and took off!

Katerina: I know you folks get a lot of leads and clients and your blogging skills are outstanding!

William: Believe me....I've tried to give out info...and one agent even turned her back and started looking at pics on her laptop. Go figure.

janeAnne: Thanks for your support and comment! I truly believe that we are teachable.... and have the ability to change and utilize the technology that is working for our marketing.

APR

2008

Sally, nice work as usual. I do think you are ahead of the game and even here on AR. You've been doing video forever and I have always been inspired by your videos. I have been intending to get the learning curve out of the way and have spent time recently trying to get a feel for a style and the chops for it. It is going to take a while, but it will be fun. Love your work....it is so good!

Sally, I forgot....like the custom page. I had to redo all my widgets....still took it down....vflyers get cut off. I think I won't us vflyers going forward...anyway. Still looking for a background photo that will work. It's all good and fun! I am doing a bit better and getting my life back....am enthused about some projects.

APR

2008

Jeanean: Nope...just recently with the video (besides the songs to go with posts :) Yeah...don't like the fact that they slow down my page...so kept stuff off. I think of the public....how many want to take the time to wait...if all they know is IE :)

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